Account Manager
Department: Sales
Location: Remote (USA) or Hybrid (San Diego, CA)
We’re searching for an Account Manager to help our customers win share by leveraging our game-changing data.
What We Need From You
[1] In your first month, get to know our customers, market, and sales / product teams.
Gain a comprehensive understanding of our data solutions, including the value proposition, key use cases, and overall benefits.
Familiarize yourself with our clients' specific needs, key players, utilization of data, areas of underutilization, and any data-related challenges.
Engage with existing clients to understand their satisfaction levels, pain points, and areas for improvement.
[2] Within three months, get a grip on your upsell + renewal process
Build out account plans for your most important accounts.
Create your process for staying on top of renewals and renewing them on time.
Identify at least 3 new opportunities with existing clients
Demonstrate strong sales process, value and data-based sales techniques.
[3] In your first 6 months, close at least 5 upsell opportunities and get to 3X pipeline coverage to meet your target.
What You Need to Be Great At
Strong Communication and Follow-Through - "Do what you say you were going to do," meticulous pipeline management and account management structure.
Data Savvy + Strong Business Judgment- You use data to demonstrate ROI, become a trusted advisor, and understand your deals better than anyone else - including where they are, what the next steps are, and how “real” your pipeline is, top-to-bottom
Negotiation + Listening Skills - You know how to empathize with customers without negotiating against yourself.
Account Penetration and Growth - You’re always thinking about new opportunities with clients, presenting new products proactively.
ABP - You embrace an “always be prospecting” mindset.
What We’re Most Curious About
How have you gotten creative to uncover opportunities to “do more” for an existing client that led to an upsell?
How do you maintain your “customer radar” to proactively get ahead of little problems before they become big ones?
How do you get to know the SMEs inside your company and use them to help you service your customers?
What 2-3 metrics do you look at every week to gauge your progress?